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Today's Features
Only Timely Advice Has Value
Four key elements for implementation.
By Hitendra Patil
Good-fit clients who hire professional accountants usually expect more than just basic bookkeeping or tax preparation. They seek deeper, more strategic value.
What they truly value is advice that is specific, insightful and actionable, which helps them:
- Make better business decisions
- Reduce financial risks
- Grow with confidence
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However, even the most brilliant advice can become irrelevant if it comes too late. More than the brilliance of the advice, the value of advice is often judged by its timing. In the world of advisory, insight delivered too late might as well not be delivered at all.
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Find the Right Advisory Opportunities Faster
Leading firms move from fishing to targeted.
By Eric Eager
10X Advisory
Most CPA firms trying to grow advisory services fall into the same trap: they go fishing.
They cast a wide net – checking in with clients, holding open-ended discovery meetings and hoping something useful comes up. This manual, relationship-driven approach can work, but it’s painfully slow, hard to scale and hit-or-miss in identifying who actually needs help now.
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The intent is good. But in a world moving faster than ever, it’s no longer enough to wait for clients to reveal their needs. The firms that are winning aren’t just listening better – they’re looking smarter.
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Give Your Leaders Time to Lead
Put the right people in the right seats. You might have to create some seats.
By Jody Grunden
Building the Virtual CFO Firm in the Cloud
As our team was growing and we reached over 30 team members, we recognized the need to establish a formal leadership team. When we were smaller, it worked fine for Adam and me to be the primary decision makers, but as our client base and workload grew, we realized we would become a bottleneck and slow things down.
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At that point, we made a conscious effort to transition our daily tasks and client responsibilities to other team members so we could remove ourselves from the weeds and focus on the higher-level view of the company.
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Client Discovery Meeting? Try Rediscovery
Just watch out for your advice monster.
By Rory Henry
The Holistic Guide to Wealth Management
A client discovery meeting, or even better, a rediscovery meeting, can be an ideal opportunity for you to deepen your relationship with the client. Even better, when done correctly, the meeting can lead to self-discovery for the client.
MORE Rory Henry and The Holistic Guide to Wealth Management
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Historically, clients turn to financial professionals for help solving a financial problem or for alleviating financial concerns. They ask questions such as:
- “What type of entity should I select and what are the tax implications?”
- “How do I increase my gross margins?”
Bissett Bullet: You Only Call When You Need Me
Today’s Bissett Bullet: “Strategic partners and influencers are often easily forgotten unless you want something from them. If you need a referral or a brand lift, they’re your best friend, but be honest with yourself for a moment. Between such occasions, how often do you reach out to them?”
By Martin Bissett